Job Description

To oversee, guide, and lead the commercial interests in the assigned region ensuring successful performance in sales.  Develops, executes action plans and working procedures, drives the teams to achieve objectives by maximizing sales and enhancing distribution, profitability and brand’s visibility ensuring productivity is in line with set measures and company’s adopted policies and procedures.

Key Result Responsibilities

• Translates strategic goals into business plans to achieve required targeted growth in sales and profit; identifies/optimizes expansion and new business and promotional opportunities and services.
• Leads regional sales teams to identify opportunities for sales based on market needs and conditions measured to Air Arabia products and services.
• Suggests new destinations within the assigned region based on business and commercial analysis and due diligence.  Negotiates and acquires traffic rights and airport slot within assigned region.
• Analyzes trends, market conditions, and customers’ needs to provide recommendations on strategies; develops business plan and sets guidelines to direct productivity, performance quality, and customers’ experience in line with agreed guidelines.
• Translates input received from the respective region into recommendations and proposals based on cost/benefit analysis; recommends product lines and services by tracking competitors.
• Identifies/drives sales target scales, objectives and performance parameters of the business development and sales teams in the assigned region. 
• Influences and supports the sales managers in providing realistic input into the element of the annual budget and achieving targets accordingly.

Key Result Responsibilities - Continued

• Constantly reviews financial data to evaluate performance, identify shortages and determine root causes, recommend changes to Head of Sales, and implement corrective measures ensuring profitability of routes.
• Establishes effective relationships with external parties of different nature such as government departments, ministries, civil aviation authorities, and tourism; provides bilateral support to Network team to invest on those relationships in enhancing business and growing sales.
• Builds/maintains rapport with stakeholders, key customers, trade companies and agents in the respective region.
• Partners with E-Commerce and Marketing division to develop, execute marketing campaigns in the assigned region including events, activities, sponsorships, conferences, exhibitions, etc. ensuring adherence to approved branding standards to increase the sales and market share.
• Leads and reviews the performance and progress of the sales teams and GSAs; sets of objectives, and targets; spends time coaching line managers, identifying skills and opportunities for development and planning appropriate incentive schemes..
• Provides advice and guidance on all departmental issues, coordinates with support functions and other divisions on resources, systems and tools; makes decisions on matters relating to day to day sales activities to achieve conformity and high quality in service.
• Partners with Area Managers/Commercial Managers and other commercial teams to identify areas for improvement and takes pro-active approaches to enhance overall performance.

Qualifications (Academic, training, languages)

• Bachelor Degree in Business Management, Commerce or equivalent; Master’s Degree is preferred.
• Additional qualifications such as: IT/MIS/IATA/ICAO are a plus.
• Cost Control, Project Management, Financial Analysis, and Compliance, trainings are an added value.
• Proficient in Microsoft Office (Advanced Excel)- Internet, LinkedIn, and Web Search.
• Excellent written and verbal communication, business writing, presentations, and reporting skills etc.
• Fluent in English Language (Arabic wherever necessary).

Work Experience

• 10+ Years of extensive experience in commercial sales within a fast-paced and dynamic business environment, 5 of which at least in a senior role in Airline Industry leading more than one region.
• The candidate must have a proven and successful ability to lead a group towards growth in enhanced sales volumes and enhanced revenue generation.
• Expert in establishing, capitalizing on, and maintaining corporate business relations.
• Experienced in managing relationships at a senior level, and a diverse team of people (Skills/Experience).
• Strong knowledge, ties and relationships in Airlines Industry and Markets; builds credibility and effective working relationships across functions, organizations, suppliers, vendors.
• Capable for recommending proposals and business plans based on financial and risk control factors.
• Self-motivated, adaptable to business growth fluctuations
• A track record of increasing & sustaining sales growth and profitability even in challenging market conditions.
• Hands on drafting, negotiating and managing contracts and service level agreements and tender submissions.
• Commercially sound with a good understanding of P&L accounting.

Skills Required

• Microsoft Office
• Microsoft Excel